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About the Role

This senior commercial individual contributor and first-step leadership role bridges frontline sales execution and formal sales management. It involves owning a portfolio of high-value customer accounts and providing coaching, mentoring, and daily leadership support to a small business development and quotation development team. The role models commercial excellence, supports Element’s sales strategy by improving deal quality, pipeline health, and selling capability, and drives personal revenue performance. The ideal candidate is managerially courageous, action-oriented, customer-focused, and entrepreneurial.

Responsibilities

Own and grow a portfolio of strategically important, high-value, or complex customer accounts
Lead multi-stakeholder sales cycles, including senior customer engagement
Identify and convert opportunities across the full breadth of Element’s services
Develop and execute robust business development strategies aligned to market growth and BU priorities
Drive share-of-wallet growth through cross-selling and service expansion
Represent Element confidently in high-level customer meetings and negotiations
Act as a day-to-day coach and mentor for local commercial colleagues
Support onboarding and ramp-up of new colleagues through deal reviews, shadowing, and guidance
Share best practice in prospecting, qualification, account planning, and closing
Provide constructive feedback to support capability and confidence development
Lead or co-lead pipeline and opportunity reviews
Support CRM discipline and data quality through role modelling and peer influence
Coach commercial colleagues on deal strategy, pricing consistency, and qualification standards
Identify stalled or at-risk opportunities and support recovery actions
Contribute to forecasting accuracy through strong pipeline management
Work closely with General Managers, Sales Managers, Operations, Finance, and Technical teams
Support Strategic and Key Account activities as required
Translate customer needs into commercially viable solutions with internal stakeholders
Contribute to BU-level commercial initiatives and continuous improvement activity
Comply with Element’s commercial policies and compliance requirements
Demonstrate Element’s values of Integrity, Care, and Progress
Operate within all applicable laws and uphold the highest ethical standards
Promote safe, respectful, and professional conduct at all times
Actively participate in leadership, coaching, and commercial development activities
Engage with Element Academy and Commercial Excellence resources
Build readiness for future formal people leadership roles
Stay up to date with Element’s service portfolio, markets, and competitors
Share knowledge and insights to strengthen overall team performance

Requirements

Bachelor’s degree preferred, or equivalent combination of education and experience
Typically 7–10 years of business development, B2B sales, or account management experience
Proven success managing complex, high-value accounts
Demonstrated experience supporting or coaching peers (formal or informal)
Strong CRM experience and commercial data literacy

Skills

Strong commercial acumen and deal leadership capability
Confident influencer with customers and internal stakeholders
Coaching mindset with the ability to develop others
Strategic thinking balanced with hands-on execution
High emotional intelligence and communication skills
Organized, disciplined, and data-informed
Comfortable balancing personal sales targets with team contribution
Influences and elevates team performance
Role models Commercial Excellence
Develops capability through coaching and support
Thinks and acts beyond personal targets
Demonstrates commercial maturity and sound judgement
Acts as a role model for values and professional conduct
Demonstrates readiness for future leadership

Experience Level

Typically 7–10 years of business development, B2B sales, or account management experience
Proven success managing complex, high-value accounts
Demonstrated experience supporting or coaching peers (formal or informal)

Education Level

Bachelor’s degree preferred, or equivalent combination of education and experience

About the Company

Element is a fast-growing global testing, inspection, and certification business.
Operates with over 9,000 employees across 270 sites in 30 countries.
Purpose is to 'Make tomorrow safer than today'.
Helps customers ensure products, materials, processes, and services are safe, compliant, and fit for purpose.
Global laboratory network supports customers from R&D through regulatory approvals and production.
Empowers employees to manage their careers and rewards excellence and integrity with growth.
Industries worldwide rely on Element's accuracy and attention to detail.

Equal Opportunity

Element is an equal opportunity employer.
Recognizes diversity and inclusion as fundamental to its vision of becoming 'the world’s most trusted testing partner'.
Considers all suitably qualified candidates based on objective work-related criteria.
Does not discriminate based on age, disability, ethnic origin, gender, marital status, race, religion, responsibility of dependents, sexual orientation, gender identity, or other characteristics in accordance with applicable laws.